Questions

True or false? When dealing with sales services, start with activities that won’t directly impact deals.

 

• True — it’s best to start with simple activities that make a sales rep’s life better.
• True — in fact, you should never provide services that impact deals directly.
• False — you should always start with activities that impact deals so your client can see results quickly.
• False — the only way the client’s marketing and sales teams will see positive results is to start with activities that impact deals.

 

True or false? All of your existing marketing clients are a good fit for sales services.

 

• True — no matter your client’s business, everyone can use sales help.
• True — after working with a client for one month, you should always pitch sales services.
• False — start with your existing clients, but look specifically for clients who are already generating leads.
• False — it’s best not to mix marketing and sales services. Create a separate persona and avoid selling sales services to your existing clients.

 

 

True or false? It’s important to engage with the CEO, head of sales, or head of marketing when you’re selling sales services.

 

• True

 

• False

 

Which engagement model does the following statement describe? “This model has the advantage of tying together the whole revenue funnel, however, your clients will view your marketing and sales engagement as one entity.”

 

• A stand-alone sales retainer
• An integrated sales-with-marketing retainer
• A workshop model
• A project model

 

Which of the following is typically considered a non-recurring sales service?

 

• Lead scoring
• Lead quality reporting
• HubSpot Sales Pro setup
• Prospecting analysis and support
• A and C
• B and D
• A, B, C, and D

 

Your boss is insisting that every sales service should use a project model. What is a proper response?

 

• “While a project model typically makes sense for CRM implementation and sales and marketing alignment services, a retainer can be better for sales enablement services.”
• “Projects should only be used as a last resort. This model only provides short-term work and often leads to scope creep.”
• “A project model is best used for sales enablement services. CRM implementation and sales and marketing alignment should be retainer-based.”
• “You’re right. We should strive to use projects for every sales service because they’re easy for the client to understand and can lead to a long-term retainer.”